25 Alternatives to “Can I help you?”

Published on 23rd April 2018 in Sales Skills

The importance of the human touch

We live in an increasingly digital world where shopping can be done in a click. It’s essential to give people a reason to visit a retail store and the big draw is the welcome and experience. Frontline colleagues need to make an emotional connection with customers. ‘Can I help you ?’ does not cut it any more.

Make a better connection

You need to make a better connection with your prospective customers. It goes without saying that “How can I help you?” is a closed-ended question – one that can only elicit a yes or no answer. And when it comes to parting with money, people are inclined, by default, to say “no”.

25 Alternatives

Here’s a list of 25 sales questions for various customer engagements. Please note that brackets indicate where you should fill in the blanks with whatever works for your job and company. This is a pick and mix list and you can take whatever works for your situation

  1. What brings you in today?
  2. What kind of project are you working on right now?
  3. What’s more important to you (‘A’ benefit) or (‘B’ benefit)?
  4. Are you looking for (shoes) or (socks) today?
  5. Do you prefer (blue) or (yellow)?
  6. What are you trying to get (this devices/tool) to do?
  7. For whom are you buying this (gift/present/item)?
  8. Are you the only one who will use this (item)?
  9. Will you be using this (item) at home or in the car?
  10. What features are most important to you?
  11. What are your priorities?
  12. Are you looking more for savings or durability?
  13. Are you planning to do some travelling?
  14. Do you need a backup?
  15. How’d you hear about us?
  16. Is this your first visit?
  17. Are you just starting out (with this product/service)?
  18. Have you used one of these (items) before?
  19. What are your concerns?
  20. What alternatives have you looked at?
  21. What is your desired outcome?
  22. How long do you plan to use this (item)
  23. Have you been using (competing product/service)?
  24. Are you familiar with this (technology/service)?
  25. Are you happy with your current provider?

Remember: Be an Active Listener

1. Pay Attention
Give the speaker your undivided attention, and acknowledge the message.

  • Look at the speaker directly
  • Put aside distracting thoughts.
  • Avoid being distracted by people passing by

2. Show That You’re Listening                                                                                           Use your own body language and gestures to convey your attention.

  • Nod occasionally.
  • Smile and use other facial expressions.
  • Encourage the speaker to continue with small comments like yes, and ok

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What next?
Get in touch!

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